6.2 Management Team

Ralph Jones, President: 46 years old, founded AMT in 1984 to focus on reselling high-powered personal computers to small business. Degree in computer science, 15 years with Large Computer Company, Inc. in positions ending with project manager. Ralph has been attending courses at the local Small Business Development Center for more than six years now, steadily adding business skills and business training to his technical background.

Sabrina Benson, VP Marketing: 36 years old, joined us last year following a very successful career with Continental Computers. Her hiring was the culmination of a long recruiting search. With Continental she managed the VAR marketing division. She is committed to re-engineering AMT to be a service and support business that sells computers, not vice-versa. MBA, undergraduate degree in history.

Gary Andrews, VP Service and Support: 48 years old, 18 years with Large Computers, Inc. in programming and service-related positions, 7 years with AMT. MS in computer science and BS in electrical engineering.

Laura Dannis, VP Sales: 32, former teacher, joined AMT part-time in 1991 and went full-time in 1992. Very high people skills, BA in elementary education. She has taken several sales management courses at the local SBDC.

John Peters, Director of Administration: 43, started with AMT as a part-time bookkeeper in 1987, and has become full-time administrative and financial backbone of the company.

6.3 Management Team Gaps

At present we believe we have a good team for covering the main points of the business plan. The addition of Sabrina Benson was important as a way to cement our fundamental re-positioning and re-engineering.

At present, we are weakest in the area of technical capabilities to manage the database marketing programs and upgraded service and support, particularly with cross-platform networks. We also need to find a training manager.

6.4 Personnel Plan

The Personnel Plan reflects the need to bolster our capabilities to match our positioning. Our total headcount should increase to 26 this first year, and to 31 by the third year. Detailed monthly projections are included in the appendix.

Personnel Plan

1996

1997

1998

Production Personnel

Manager

$36,000

$40,000

$40,000

Assistant

$12,000

$13,000

$14,000

Technical

$12,500

$35,000

$35,000

Technical

$12,500

$35,000

$35,000

Technical

$24,000

$27,500

$27,500

Fulfillment

$24,000

$30,000

$30,000

Fulfillment

$18,000

$22,000

$22,000

Subtotal

$139,000

$202,500

$203,500

Sales and Marketing Personnel

Manager

$72,000

$76,000

$80,000

Technical Sales

$60,000

$63,000

$85,000

Technical Sales

$45,500

$46,000

$46,000

Salesperson

$40,500

$55,000

$64,000

Salesperson

$40,500

$50,000

$55,000

Salesperson

$33,500

$34,000

$45,000

Salesperson

$31,000

$38,000

$45,000

Salesperson

$21,000

$30,000

$33,000

Salesperson

$0

$30,000

$33,000

Subtotal

$344,000

$422,000

$486,000

General and Administrative Personnel

President

$66,000

$69,000

$95,000

Finance

$28,000

$29,000

$30,000

Admin Assistant

$24,000

$26,000

$28,000

Bookkeeping

$18,000

$25,000

$30,000

Clerical

$12,000

$15,000

$18,000

Clerical

$7,000

$15,000

$18,000

Clerical

$0

$0

$15,000

Subtotal

$155,000

$179,000

$234,000

Other Personnel

Programming

$36,000

$40,000

$44,000

Other Technical

$0

$30,000

$33,000

Subtotal

$36,000

$70,000

$77,000

Total People

26

27

31

Total Payroll

$674,000

$873,500

$1,000,500

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6.5 Other Management Considerations

Our attorney, Frank Dudley, is also a co-founder. He invested significantly in the company over a period of time during the 1980's. He remains a good friend of Ralph and has been a steady source of excellent legal and business advice.

Paul Karots, public relations consultant, is also a co-founder and co-owner. Like Dudley, he invested in the early stages and remains a trusted confidant and vendor of public relations and advertising services.